Are you struggling to truly understand the individual impacts of your customers’ challenges, needs and objectives? Are they specific enough? And are these impacts meaningful throughout the organization? Some tips to drive your strategic selling.
Eyes roll every time the topic of account planning comes up. Managers make their sales people do it, taking valuable time away from clients. Here are four reasons why account planning may be bad for you – a big waste of your time.
Having trouble selling into large accounts? You may be placing limitations on yourself and how you go about reaching the potential of these large accounts. Two scenarios with the same problem come to mind, all relating to your own self-limiting perspective.
All throughout our lives, we’re always selling. Since we were babies, sales became an essential part of growing up and life in general. We learned the art of strategy, negotiation and persuasion to get what we want. Why stop now?
Sometimes we ignore whether or not our customer/prospect is engaged in their buying process. But there are ways to tell if your customer/prospect is actively engaged in their buying process, or they’re not. Assessing their level of engagement and deciding when enough is enough are crucial to closing deals.
Customer referrals are one of the easiest ways to get quality leads, but salespeople rarely ask for them. Is it because they know their customer didn’t reach their desired business results? Here’s how customer referrals can go from good to bad to really bad.
By now, most salespeople should be using LinkedIn to connect with customers, prospects and other people in their professional lives. Here are three ways to maximize sales activities on LinkedIn – without extensive training, tools or expertise.
Do you have a quality sales pipeline? Start with these five proven steps and you’ll be well on your way to a pipeline that consistently gets the best results.
How I’d love to be a new salespeople. They seem to have it all: sales coaching, training, education, data and tools – and no fear with little to lose. Lucky devils. Wouldn’t you love to be a new sales rep today?
Talking to executives can be uncomfortable, but it doesn’t have to be. You only have one chance to get through to a C level executive. Here are some tips to build credibility by having the right conversations and demonstrating your value.